Monday, March 26, 2012

How to Compete with SHORETEL

In order to compete with Shoretel, you need to get a bit more creative. They have a great phone system that may very well be better in some ways than our own PBXware. To compete with that, Bicom Systems shifts the customer's focus away from the phone system and to the big picture.

Get your customer to look 2-3 years ahead and think about what they want. Remind them that this sale isn't just about a brand new phone system today, but about a solution that works for them for years. Don't just give them hardware, give them a new and improved lifestyle.

If you want to compete directly with Shoretel's phone system, add plenty of applications onto your own. Even simple applications can be huge money and time savers for clients and entice them away from competitors' systems. Show them how your applications will have true value to their company.

Shoretel has a great system, there's no denying it. But customers need something more than just a great system. They need tools to make life easier for them and a plan for the future. Bicom Systems offers a number of Desktop Applications to customers to give our phone system that extra push. We also work with customers through each and every step to push and inspire their company ahead.

Do not be fooled by Shoretel's "1000% redundancy promise." It requires 1000% more boxes to support, one for each service. Bicom Systems delivers five nines simply and efficiently.

This post is part of a series: Read the others be clicking below:
How to Win More PBX Sales
How to Compete with Alcatel Lucent
How to Compete with Microsoft


  1. Hello,

    Nice post. PBX phone system to maintain better interaction with your customers and business relations, which is provided with sophisticated call handling features that are found in costly premise based telecommunication systems maintained by big conglomerates. Thank you for sharing it with us...

    Avaya Telephone

    1. BE SURE TOO to LOOK at:


      It's only by providing an integrated solution that you hope get a real sense of unity.

  2. Shoretel has the lowest TCO, an enviable MTBF on hardware and integrate with a host commonly used productivity applications to deliver exactly what you're talking about in your article. If you need a custom integration exercise, Shoretel have a dedicated engineering team that will deliver an integration project with your core line-of-business application for a fraction of what you'd spend with a vendor like Cisco.
    I think your comment on "1000% redundancy promise" on Shoretel being costly is misinformed. I've never heard the term 1000% redundancy ever used by Shoretel or their Channel Partners. They achieve 5 nines out of the box through well designed architecture and go beyond 5 nines by adopting N+1. N+1 means The Solution + 1 if you're wondering.

  3. Agreed that 1000% is not purported. Given the industry makes its standard by four, five and six nines the concept that 100% is not possible is established. 1000% mention is sardonicism. This aside may we thank you for your input, it is gratefully received.

    The TCO being the lowest is an interesting point. Low is close to zero and lowest is presumably zero or below. Obviously donations to charity come in at zero, to get to below zero would need something quite extreme such as bribing journalists.

    If you might be so kind as to elaborate on just how low Shoretel is willing to go with a hard example rather than a bland claim it would help.